1. Qualify the customer by confirming their expectations, identifying their decision making process and determining their compelling reasons to act
2. Determine financial justification for system acquisition (e.g., total cost of acquisition (TCA), TCO, ROI, customer budget, business goals, timeframe for purchase)
3. Demonstrate a conceptual level understanding of existing systems environment
4. identify and describe the business requirements, and at a high level gather the information needed by the solution architect to design a solution
5. Determine customer&#039;s growth requirements, upgrade path, and useful product life (e.g., current and future performance and capacity)

Value Proposition (23%)

1. Quantify the business value of IBM storage products&#039; features and functions for a new or existing customer at a conceptual level
2. Compare IBM storage products with existing and competitive offerings and relate architectural advantages
3. Describe how IBM storage products help clients solve data management issues through Storage Efficiency, Service Delivery and Data Protection

Systems Management (11%)

1. Describe the business value of management tools and resources such as TPC, IBM Systems Director, Tivoli Storage Manager, and relate to the customer environment
2. Compare IBM management tools with competitive management tools and techniques

Dynamic Infrastructure (16%)

1. Describe business value of Business Resilience, Energy Efficiency, Information Infrastructure, Service Management and Virtualization and Consolidation, and relate to storage products and services in a Dynamic Infrastructure

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